{"id":28663,"date":"2015-09-16T21:18:00","date_gmt":"2015-09-16T20:18:00","guid":{"rendered":"https:\/\/www.inovallee.com\/atelier-tarmac-3-heures-pour-reussir-sa-prise-de-rdv-telephonique\/"},"modified":"2015-09-16T21:18:00","modified_gmt":"2015-09-16T20:18:00","slug":"atelier-tarmac-3-heures-pour-reussir-sa-prise-de-rdv-telephonique","status":"publish","type":"post","link":"https:\/\/www.inovallee.com\/en\/atelier-tarmac-3-heures-pour-reussir-sa-prise-de-rdv-telephonique\/","title":{"rendered":"Atelier Tarmac : 3 heures pour r\u00e9ussir sa prise de RDV t\u00e9l\u00e9phonique"},"content":{"rendered":"<div dir=\"ltr\" style=\"text-align: left;\">\n<div style=\"clear: both; text-align: center;\"><span style=\"font-family: Verdana,sans-serif;\"><a href=\"http:\/\/4.bp.blogspot.com\/-teiOo5e9pyE\/VfnNfsDaEHI\/AAAAAAAASqY\/idY9zr8FIfs\/s1600\/IMG_8037.JPG\" style=\"clear: left; float: left; margin-bottom: 1em; margin-right: 1em;\"><img fetchpriority=\"high\" decoding=\"async\" border=\"0\" height=\"213\" src=\"http:\/\/4.bp.blogspot.com\/-teiOo5e9pyE\/VfnNfsDaEHI\/AAAAAAAASqY\/idY9zr8FIfs\/s320\/IMG_8037.JPG\" width=\"320\" \/><\/a><\/span><\/div>\n<p><span style=\"font-family: Verdana,sans-serif;\">Le 15 septembre dernier, c&rsquo;est sous la houlette de Jean-Pierre Lagache, <\/span><span style=\"font-family: Verdana,sans-serif;\"><span style=\"font-family: Verdana,sans-serif;\">homme de th\u00e9\u00e2tre et <\/span>formateur sp\u00e9cialis\u00e9 dans le secteur commercial \/ vente, que les entrepreneurs du Tarmac ont eu \u00e0 puiser dans leurs ressources d&rsquo;authenticit\u00e9 et d&rsquo;enthousiasme pour convaincre leurs prospects de leur accorder un RDV. Un exercice plus difficile qu&rsquo;il n&rsquo;en a l&rsquo;air, surtout quand le prospect en question sait manier l&rsquo;art de l&rsquo;improvisation pour d\u00e9stabiliser les candidats au t\u00e9l\u00e9phone, qui avaient bien besoin de ses conseils pr\u00e9cieux pour franchir avec succ\u00e8s les \u00e9cueils de la secr\u00e9taire rev\u00eache, du patron indisponible ou&nbsp; trop volubile, et d\u00e9jouer les pi\u00e8ges de toutes les objections possibles avec l\u00e9g\u00e8ret\u00e9 et naturel.<\/span><br \/><span style=\"font-family: Verdana,sans-serif;\">L&rsquo;objectif de l&rsquo;atelier : \u00e0 travers une alternance d&rsquo;apports th\u00e9oriques et de jeux de r\u00f4le, aider les entrepreneurs \u00e0 optimiser leur efficacit\u00e9 commerciale en d\u00e9passant le cap du RDV obtenu sur 8 appels, qui constitue la statistique moyenne en mati\u00e8re de phoning. Et pourtant, l&rsquo;enjeu est de taille quand on sait que 80 % des rencontres commerciales ont \u00e9t\u00e9 initi\u00e9es &#8230; par une prise de RDV t\u00e9l\u00e9phonique !&nbsp;<\/span><\/p>\n<div style=\"text-align: center;\"><span style=\"font-family: Verdana,sans-serif;\"><a href=\"http:\/\/3.bp.blogspot.com\/-kL5x9UtwPoU\/VfnNzewcBtI\/AAAAAAAASqg\/qw76AAmtalw\/s1600\/IMG_8033.JPG\" style=\"margin-left: 1em; margin-right: 1em;\"><img decoding=\"async\" border=\"0\" height=\"213\" src=\"http:\/\/3.bp.blogspot.com\/-kL5x9UtwPoU\/VfnNzewcBtI\/AAAAAAAASqg\/qw76AAmtalw\/s320\/IMG_8033.JPG\" width=\"320\" \/><\/a>&nbsp;<\/span><\/div>\n<div style=\"text-align: left;\"><span style=\"font-family: Verdana,sans-serif;\">La trame d&rsquo;un entretien r\u00e9ussi :<\/span><\/div>\n<ul style=\"text-align: left;\">\n<li><span style=\"font-family: Verdana,sans-serif;\">salutations<\/span><\/li>\n<li><span style=\"font-family: Verdana,sans-serif;\">pr\u00e9sentation : de soi, de son entreprise <\/span><\/li>\n<li><span style=\"font-family: Verdana,sans-serif;\">identification de l&rsquo;interlocuteur et v\u00e9rification de sa disponibilit\u00e9<\/span><\/li>\n<li><span style=\"font-family: Verdana,sans-serif;\">accroche : pr\u00e9sentation de son entreprise et de ses avantages concurrentiels<\/span><\/li>\n<li><span style=\"font-family: Verdana,sans-serif;\">proposition de RDV<\/span><\/li>\n<li><span style=\"font-family: Verdana,sans-serif;\">confirmation du lieu, du jour et de l&rsquo;heure<\/span><\/li>\n<li><span style=\"font-family: Verdana,sans-serif;\">pr\u00e9sentation plus d\u00e9taill\u00e9e : \u00e9peler son nom et ses coordonn\u00e9es<\/span><\/li>\n<li><span style=\"font-family: Verdana,sans-serif;\">merci<\/span><\/li>\n<li><span style=\"font-family: Verdana,sans-serif;\">salutations. <\/span><\/li>\n<\/ul>\n<p><span style=\"font-family: Verdana,sans-serif;\">Plus facile \u00e0 dire qu&rsquo;\u00e0 faire, surtout en situation de stress.<\/span><br \/><span style=\"font-family: Verdana,sans-serif;\">Quelques cl\u00e9s : rester authentique et sinc\u00e8re, privil\u00e9gier l&rsquo;aisance et la d\u00e9contraction tout en restant concentr\u00e9 sur ses objectifs, chercher la relation avant tout, rester fix\u00e9 sur son argumentaire pour ne pas se perdre et &#8230; ne pas se d\u00e9courager. En moyenne, il faut 300 appels pour obtenir 100 contacts directs avec l&rsquo;interlocuteur pertinent, avec 10 RDV \u00e0 la cl\u00e9 &#8230;&nbsp;<\/span><br \/><span style=\"font-family: Verdana,sans-serif;\">Prochaine \u00e9tape su cycle commercial : l&rsquo;art de la n\u00e9gociation lors de l&rsquo;entretien commercial (13 octobre).<\/span><\/div>","protected":false},"excerpt":{"rendered":"<p>Le 15 septembre dernier, c&rsquo;est sous la houlette de Jean-Pierre Lagache, homme de th\u00e9\u00e2tre et formateur sp\u00e9cialis\u00e9 dans le secteur commercial \/ vente, que les entrepreneurs du Tarmac ont eu \u00e0 puiser dans leurs ressources d&rsquo;authenticit\u00e9 et d&rsquo;enthousiasme pour convaincre leurs prospects de leur accorder un RDV. Un exercice plus difficile qu&rsquo;il n&rsquo;en a l&rsquo;air, [&hellip;]<\/p>\n","protected":false},"author":6,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[48,41],"tags":[],"class_list":["post-28663","post","type-post","status-publish","format-standard","hentry","category-reussir-son-lancement-commercial","category-entrepreneur-competences"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Atelier Tarmac : 3 heures pour r\u00e9ussir sa prise de RDV t\u00e9l\u00e9phonique - inovall\u00e9e<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.inovallee.com\/en\/atelier-tarmac-3-heures-pour-reussir-sa-prise-de-rdv-telephonique\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Atelier Tarmac : 3 heures pour r\u00e9ussir sa prise de RDV t\u00e9l\u00e9phonique - inovall\u00e9e\" \/>\n<meta property=\"og:description\" content=\"Le 15 septembre dernier, c&rsquo;est sous la houlette de Jean-Pierre Lagache, homme de th\u00e9\u00e2tre et formateur sp\u00e9cialis\u00e9 dans le secteur commercial \/ vente, que les entrepreneurs du Tarmac ont eu \u00e0 puiser dans leurs ressources d&rsquo;authenticit\u00e9 et d&rsquo;enthousiasme pour convaincre leurs prospects de leur accorder un RDV. 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